PRE-SALE ACTIVITIES FOR SELLING A BRAND

AKHILESH SINGH ROLL NO: 59 FINANCE-II

COMPANY BRAND PRODUCT

Reckitt Benckiser MORTEIN Powerguard Mosquito Coil

TARGET CUSTOMERS Students and people residing out of their homes

PRE-APPROACH TO SALE
ABOUT THE PRODUCT
The word MORTEIN is a combination of the French word

mort(dead) and the German word ein(one) It is low smoke coil which lasts for 10 hours It is a reddish brown coloured coil having a pleasant fragrance which stands out unique

ABOUT THE COMPETITORS

Good Knight (advanced) mosquito coil costing Rs.29/- per packet of Godrej Consumer Products Ltd All Out anti Dengue mosquito coil costing Rs.29/- per packet of SC Johnson Company.

PRESENTATION OF THE PRODUCT

I will directly approach the consumers
As the product is well known and has established a good market of

its own, there is no such need to demonstrate the product I will try to make relationship with the consumers by informing them with the features and free accesibility

PRODUCT-FEATURES AND BENEFITS

The PACKING- it comes in a square box with black and red colours It has a picture of an inverted dead mosquito- zapped by a lightening Mortein has a reddish brown colour, which stands out as unique While the competitors smell bad, Mortein has a pleasant smell leaving no one suffocated Composition consists of d-trans Allethrin(0.1% w/w) and (99.90% w/w) other ingredients

SALES RESISTANCE/OBJECTIONS
Difficult to sell the product to the families residing around as

they prefer liquid mosquito repellant coil than this one It comes in a packet which consists of 14 coils and cannot be sold loose The stand which is used to fix the coil comes in a single piece in a packet of 14 coils

HANDLING RESISTANCE
Building good relationship with the families and creating a situation when this product would prove out to be handy It can be very beneficial for people who usually spent their night out of their homes, example night guards or the passengers waiting in the bus stands or station The coils can be sold loose facilitating to the flexibility of the product and thus meeting the consumers required demand

CLOSING SALES
Since the doctors are not the direct consumers, there is no

surety whether the sale is done or not It depends a lot on the reputation of the company and the relation of the sales representative(MRs) with the doctors If the doctor is convinced by the way the medical representative has promoted the product, then he/she can close the sale definitely.

FOLLOW-UPS
An important part of pharma-selling More than half of the time of MRs is invested in it We need visit the doctors regularly to see if the sale has been done or not We can check this from the retailers in the nearby area, if any prescription is sold or not

KOTI KOTI DHANYAWAAD..!!